1.13 CONDUCT POST-SALES FOLLOW-UP ACTIVITIES TO FOSTER ONGOING RELATIONSHIPS WITH CUSTOMERS WF SPORTS & ENTERTAINMENT MARKETING II

PROOF-OF PERFORMANCE (P.O.P.) Certification by an advertising agency, or a company providing promotional opportunities, that contracted advertising/promotional services have been rendered.

HOW DOES P.O.P HELP SPONSORSHIP SALES? Proof of performance advertising reinforces your media brand by demonstrating how your action impacts their lives. While care must be taken not to sound too arrogant, this form of promotion is very effective at cementing your position as a market leader. Example: On the day after an important election, a radio station could air a spot that says, "When you want to know who won, who lost, and you want to know first, turn to Westchester's NewsRadio We brought you the most accurate returns before anyone else."

THE COMPONENTS OF A P.O.P PACKAGE Choose a format 3-ring, photo journal, scrapbook, bound, etc.) Thank You Letter/Note Overall Summary of the Event Important to show “Big Picture “success of the event. Include, number of participants, money raised, media coverage, and other successful highlights Copy of the entire contract Or at least, the agreed upon deliverables. Great for sponsor to have information in one place during the review process.

THE COMPONENTS OF A P.O.P PACKAGE (CONT.) Written description of the how the deliverables were executed. Be as specific and thorough as possible with results. Provide samples of giveaway items with sponsor recognition. T-shirt, hat, pen that includes the sponsors name. Thank you gift for company Moderately priced and personalized Schedule an in-person meeting to review the book together. Critical for highlighting successes and provides an opportunity to discuss “next year’s” event. Receive valuable sponsor feedback.